How To Pre-Frame Your Close at the Start of Your Listing Presentation – By Joe Stumpf

by Real Estate on December 14, 2016

Scripts & Prospecting

Mr./Ms. Client, when we are complete with the consultation, you will notice that you have four different options.

Option #1 – You can decide to do nothing at all.

Option #2 – You can decide to do it all on your own.

Option #3 – You can decide to do it with a traditional salesperson.

Option #4 – You can choose me.

Now at the end of your consultation you would close by saying….

I’m curious, what’s it going to be:

1. Do nothing

2. Do it on your own

3. Work with a traditional salesperson

4. Work with me.

Then slowly say….

1 – 2 – 3 or me?

Quick Sales Scripts – Sourced by NAR

by Real Estate on December 7, 2016

Scripts & Prospecting

Quick Sales Scripts

FEATURED VIDEO SCRIPTS:

The Builder You Hope to Represent Asks: “Why haven’t you brought any of your clients to see my development?”

You Say: “I can understand why you’d ask that, and if I were in your postition I’d probably ask that too. The truth is, in order to catch the mice you have to have the cheese, and your houses are the cheese that bring the buyers in. Eighty percent of sales are done between the fifth and 12th contact with a client. I have the systems in place to follow up with potential buyers. Let me tell you more about it…”
— Jared James, CEO and Founder of Jared James Enterprises, www.jaredjamestoday.com

A Script For Texting Your Past Clients:

“Hi [client’s name], The market’s really moving and home prices are going up, up, up. Curious about your home’s value?”

Text people you sold homes to between 2004 and 2009. Schedule as many CMA coffee meetings as you can!

— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

MORE SCRIPTS:

They Say: “How do you determine the market value of my property?”

You Say: “Let me make one thing clear: You choose the price, not me. But I’m happy to share all the information and expertise I have to help you determine the best price. Do you want me to recommend a price or at least a price range?”
— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

They Say: “Things aren’t looking good. At this point, I think my only option is foreclosure.”

You Say: “Sorry to hear about your very stressful situation. Did you know that the lending industry and the government have made some very recent massive changes in how they are helping home owners like you? There are now other options for you instead of foreclosure. I would be happy to sit down with you to go over those options, so you have all the information to make the best decision for you. Do you have time this evening, or would tomorrow be better?”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: “We appreciate your interest, but we want to list with a friend.”

You Say: “I think your loyalty to your friend is admirable. But what about your family? Most people have the bulk of their net worth tied up in their home, so don’t you owe it to your family to get the best negotiator so you can get the best price? “The average real estate pro in this market gets X percent of the list price and I get Y percent because I am a better negotiator. That’s money in your pocket. And even in this market, I never leave any money on the table. In addition, you will have peace of mind knowing you can fire me at will without ruining a friendship. As a friend, they will want what is best for you — not what is best for their pocketbook.”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: “Another agent said if we list with you, we will only see you twice: at the listing and at the closing.”

You Say: “Would you rather have me making frequent, face-to-face visits with you or connecting with as many buyers as possible so I can sell your home? And we will be in touch regularly, if not in person. We will be corresponding weekly, as I will be calling you with updates. Now let’s focus on what’s important here.”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: “I want to keep the price the same as the last listing.”

You Say: “Have you received any offers on your home? How many? Let me tell you why that number is so low. People shop for homes by comparison and for 90 days, the buyers have compared your home to other homes out there, from $__ to $__ and didn’t even like your home enough to make you an offer. What we need to do is get you out of a price range that you can’t compete in and get you into another range — say, from $__ to $__, where you will look great by comparison!

“You know, it really doesn’t matter where the offers start; all that matters is where they finish. Your job is to price the home attractively enough so sales associates bring their clients to show, and my job is to negotiate a price that you can accept, and that is usually full price or within a eyelash of the full price.”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: “If we reduce the price of our house, will you reduce your commission?”

You Say: “That’s an interesting thought, but let me ask you a question. Has there ever been a time in your life when you had to accept something that was outside of your control? That’s what’s happening right now. It’s the market determining your price, and that’s truly out of our control. When your price goes down, so does my commission. So we are both in this together. Now, let’s work together to get this sold!”
— Donna Fleetwood, co-author of “Now What Do I Say?” www.harrisburghomes.com

They Say: “I don’t need an agent. I know my home better than any real estate practitioner.”

You Say: “I’m sure that’s true, but knowing your competition can give you a huge advantage. I will be in your neighborhood previewing homes that compare to yours. Would you like to join me? Also, do you have any other selling concerns I can assist you with?”
— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They Say: “I heard that agents will still show my home if I just have it on the MLS and don’t work with a real estate professional.”

You Say: “That’s true, some may show it. But what arrangements have you made for compensating associates who show your home? I may have some suggestions for you on how to attract more practitioners. Are you available sometime soon to discuss a few options?”
— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They Say: “I want to look at houses before sitting down and talking about searching for homes.”

You Say: “There are two ways I can help you look for houses. The first way is to simply take you out and show you houses, which would be a disservice to you. The second way is to take a little time to answer your questions, give you a copy of all the documents you’ll be seeing, and put you in a position to make better decisions. The choice is yours, and I think you will find the second way extremely valuable. So would you prefer to just look at some houses, or would you like to sit down and get a better understanding of the process first to save time in the end?”
— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

They Say: “I am too busy to make an offer or even look right now.”

You Say: “I am just curious, is there a way you set aside two hours in your schedule each week so you can search for homes? I don’t want to see you miss some of the great opportunities for buyers right now, such as the $8,000 tax credit and low interest rates.”
— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They say: “I don’t want to hire a real estate agent because I can’t afford to pay the commission.”

You Say: “I understand exactly how you feel. Most people in this economy who have sold their homes successfully have felt the same way. But they probably lost money when they chose not to use a real estate practitioner.

“Here’s why: This year, and every year for decades, the National Association of REALTORS® survey of sellers found that home owners who do not use a real estate pro sold their home for an average of 20 percent less than a home represented by a practitioner. So even with the commission of (insert %), you are likely to make more money. And people who don’t use a real estate pro, despite their best efforts, usually sell their homes for far less.”
— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

They say: “If I can’t get $x for my house, I can’t afford to sell.”

You say: “I understand your concerns. Have you considered what you will net if you get that amount? Let’s take a closer look at the numbers including what it is costing you each month if the property doesn’t sell. Could I stop by and explain those numbers to you later today?”
— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They say: “How come my home didn’t sell when it was on the market before?”

You say: “With the current market we are in, there are so many houses that are similar on the market. In order to get your house to stand out on the MLS, it is important to market it so that it stands out. Can I share with you how I market homes differently on the MLS than I do for potential buyers in, say, the newspaper? Can we meet later today?”
— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They Say: “I don’t want to reduce the price of my home.”

You Say: “I understand. But no matter what price we set for your property, there is always a chance it may not sell. I would like to set an appointment to review the activity and reconsider the price in two weeks. We will be monitoring the calls from signs, ads, and open houses to determine our best strategy for locating a buyer. Then we will analyze this information and adjust our marketing campaign as needed until it is sold.”
— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

Joe Stumpf “Hows The Market” Script

by Real Estate on December 6, 2016

Scripts & Prospecting

Many people that you know will ask you how the market is. It’s imperative for your success to know how to effectively answer that question. If you are a client of AgentLocator, this is a great script to use to get those you know signed up to Streetmatch.

When someone asks…HOWS THE MARKETING

What THEY are really asking was “How’s MY market… not how’s YOUR market.”

What THEY really wanted to know is, in my neighborhood – on my block, are the values of homes going up or down and how long is it taking to sell a home.

So here is a suggested dialogue the next time someone asks you, “How’s the market?”

How’s The Market Dialogue

Overall, the market is doing well.

I’m curious when you ask, “How’s the market?”, would you be interested in specifically how much homes are selling for in your neighborhood and how long they are taking to sell?

Yes.

What I do for my friends, family and other people in the neighborhood is send a quick email that gives you an up-to-the-moment true analysis of how well the market is doing in your neighborhood. Would you like me to send that to you?

Yes.

Cool – what’s your email address?

Five Buying Signals Most Salespeople Mistake For Objections by HardCore Closers

by Real Estate on December 6, 2016

Although this isn’t a script, it is very important. What do you do when you are faced with these objections?

No closing. No commission.

#1: How much is it? This question is a strong buying signal. When the prospect likes something, they’ll ask, “How much?” so they can weigh how much they like it against the cost of obtaining it. Your prospect is educated these days. They’ve been online. This most likely isn’t the first time they have bought this type of thing either.

The prospect knows to act uninterested when they ask how much something costs. They also know to ask if that’s your best price. These are simply trial closes on their end to see if you’re a lay down salesman or not. Hold your ground, reinstate value, and persist on.

#2: How much room on price do you have? When a prospect asks this, they are not telling you the price is too high; they are simply trial closing you to see if you will come down. Spineless salesmen will give the house away. As a prospect, you can’t blame them for asking. The GM of a dealership once told me, “The top salesman here lost $60K this month.” Dude sold a lot of cars, but he was paying people to take them.

#3: This costs too much! When the prospect says the price is too high, it’s for one of two reasons. Reason number one is they don’t see a high enough value justifying the price. Reason number two is they are trial closing you to see if you’re spineless. Either way, they want what you have. You just need to raise the perceived value, twist the knife on their problem and hold your ground on price.

#4: Simply showing up So many weak salespeople settle for: “I’m just looking,” even though “I’m just looking” is a HUGE buying signal. If someone goes out of their way to fill out a form, or show up on your floor, they are interested. They wanna buy, they are just waiting for the right person with the right pitch to convince them to do so. When a prospect, who hates saying “no” goes out of their way to check something out, it’s a sign they have the money and the desire to spend it. You just gotta get it.

#5: I’m going to shop your competitor before I make a decision This objection is my favorite. In the modern marketplace, the competitor has a website with prices and inventory on it. If they do not, simply ask, “Why would you work with a company stuck in the Stone Ages who doesn’t even have a website?” Understand this means they are making a decision. They simply need more information in order to do so. You can provide that information right there on the spot, close them and press on.

#yourewelcome

Sales is all about perception. Yours and the prospects. Mostly yours, though. When you change your mind, you change your life. Shift your perspective to treat objections as buying signals and you’ll see the sales game in a whole new light. I’d like to help you with that. Invest in yourself by purchasing my Permission Based Sales training and learn the future of sales. If you’re going to survive in the modern marketplace, you’d better bring your A Game

Follow Up Dialogue By Tom Ferry

by Real Estate on December 2, 2016

Remember that your intention from the call is to SET THE APPOINTMENT

Hi/Hey name … this is (name) with (company).

1. You were recently on our site www._______ and we wanted to thank you for registering.

2. We received your request regarding getting a really good deal on a property in the area … Is that the area you’re looking to buy in?

3. What types of property do you like best … Condos or houses? (Wonderful)

4. What price range are you looking to buy in? (Terrific)

5. I’m curious … are you currently renting or do you own your home? Do you need to sell before you buy? (Excellent)

6. Is your house currently on the market? (Really)

7. [If renting:] Are you month to month, or are you in a lease? If you were to find the home of your dreams … could you get out of that lease immediately?

8. How have you been searching for homes?

9. Obviously … since you are looking online you aren’t working with an agent…right?

10. What it will take … for you to buy a home…

11. Let’s meet for 15-20 minutes … so I can show you what it will take to buy a home in today’s competitive market and exactly what our team can do to assist you.

12. What would work better for you? … day/time or day/time.

13. Great! My office is at _____________________

14. My office number is ________________

15. I’ll send you out a confirmation email to…

16. Is your email address still repeat (email address)

17. And is this the best number to reach you?

18. Every seller is going to want to know … are you going to be paying cash … or have you been qualified by a lender? (Perfect)Cash: Terrific … When we meet please bring proof of funds …Lender: Terrific … our clients always ask us for a second opinion … would you like one?No Lender: With such a big decision … who you work with matters … we have a great relationship with _____ … he/she helps all of our clients … why don’t I have them give you a call?

19. Great … thank you again and we look forward to assisting you!

20. Name … will you do me a favor and let me know if something comes up and you can’t make it at ______ .